RANDYGRAM – BE PREPARED You do not need to have been a Boy Scout to take this simple advice to heart. If you are running from one appointment to another or dashing from lunch to a sales call or perhaps chatting on the phone to Mom or a friend about dinner plans five minutes before a presentation […]Read more "BE PREPARED"
RANDYGRAM – PUBLISH AND PERISH; PERHAPS In academia, professors are encouraged to write books, research, articles and to participate in seminars to build their reputation and gain attention for their respective institutions. The cry is: “Publish or Perish” But out here in the real world, as you can see from the title, it may be […]Read more "PUBLISH & PERISH; PERHAPS"
RANDYGRAM – MEETINGS – PART 1 There is much to discuss about meetings, certainly more than a single post can handle. I don’t hate meetings, but there is vast room for improvement. So this will be the first in an occasional series about meetings and how to make them more useful for participants and for the […]Read more "MEETINGS PART 1- (Types of Meetings)"
RANDYGRAM – TURN LEFT It is clear that we must often pause and look closely at how we conduct our business and sometimes challenge the status quo in order to thrive. Redefining the work we do and opening ourselves up to new uses of existing and limited resources is critical. To personalize this concept, let […]Read more "TURN LEFT"
RANDYGRAM – PERSISTENCE Good sales people are not shy and they don’t simply go away when they hear “No”. In sales we understand that we should not accept rejection the first time we hear it. It is highly likely that it is one or two elements of our proposal that don’t fit. Find out […]Read more "PERSISTENCE"
RANDYGRAM – ARE YOU READY? A little preparation goes a long way. Sure you have all your figures and data. But that’s not enough. It is essential that anyone in sales understand what may be happening on the other side of the table. Before you visit a prospect or a customer, be sure you know […]Read more "ARE YOU READY?"
RANDYGRAM – VALUE & PRODUCTIVITY In many of our sales calls we are confronted by demands to offer the very lowest price. When you hear that request, I suggest that you respond by talking not just about price, but also about value and just as importantly – productivity. Help your customer understand that they need […]Read more "VALUE & PRODUCTIVITY"